Sr. Presales Engineer

Job Description

Role Summary Sama

Wave Solutions is looking for an experienced Senior Presales Engineer to support the design and development of technical solutions across our portfolio of enterprise IT technologies. The successful candidate will work closely with customers, the sales team, technology vendors, distributors, and Sama

Wave's technical team to understand business and technical requirements and translate them into complete, technically sound, commercially competitive solutions. This is a multi-vendor presales role. The Senior Presales Engineer is expected to work across multiple technology domains rather than being limited to a single product or vendor. The role requires a strong combination of technical knowledge, solution architecture, customer engagement, presentation skills, documentation, commercial awareness, and vendor management. The candidate should be capable of managing the technical presales lifecycle from initial opportunity qualification through solution design, BOM preparation, technical proposal, presentation/demo, clarification, and final handover to the implementation team. Key Responsibilities Presales & Solution Architecture Engage with customers to understand their business requirements, existing environment, challenges, technical requirements, and future plans. Translate customer requirements into appropriate technical architectures and solutions. Design multi-vendor solutions covering areas such as: Enterprise networking Wireless networking Cybersecurity Firewalls and secure connectivity Unified Communications & Collaboration Microsoft and cloud solutions Servers, storage, and virtualization Backup and disaster recovery Identity and access management Endpoint and server security Cloud and hybrid infrastructure Data protection and information security Recommend appropriate products, licenses, subscriptions, services, and configurations based on customer requirements. Ensure that proposed solutions are technically compatible, correctly sized, scalable, secure, supportable, and commercially viable. Develop high-level and low-level solution architectures where required. Identify technical risks, dependencies, prerequisites, assumptions, and limitations before submitting a solution. Solution Sizing & Bill of Materials Prepare accurate Bill of Materials (BOM), Bill of Quantities (BOQ), licensing requirements, and solution configurations. Perform product sizing based on customer requirement. Validate BOMs and configurations using vendor sizing and configuration tools where available. Work with vendors and distributors to validate complex designs and configurations. Review distributor/vendor quotations to ensure that all required hardware, licenses, subscriptions, support contracts, accessories, and services are included. Identify unnecessary or missing components before quotations are submitted to customers. Technical Proposals & Tender Responses Prepare professional technical proposals, solution descriptions, architecture documents, compliance sheets, and scope of work documents. Respond to customer RFPs, RFQs, tenders, and technical questionnaires. Prepare technical compliance matrices against customer specifications. Support the sales team in developing commercially competitive solutions without compromising technical quality. Participate in customer clarification meetings and technical negotiations. Customer Engagement & Technical Presentations Conduct customer meetings and technical discovery workshops. Present proposed solutions clearly to both technical and non-technical stakeholders. Conduct product and solution presentations, demonstrations, and workshops. Explain technical concepts, solution benefits, architecture, competitive differentiators, and business value. Conduct site surveys and technical assessments when necessary. Understand the customer's existing environment and identify opportunities for modernization or improvement. Act as a trusted technical advisor to customers throughout the sales cycle. Proof of Concept & Demonstrations Plan and coordinate Proof of Concept (Po

C), Proof of Value (Po

V), demonstrations, and technical evaluations. Define Po

C objectives, success criteria, prerequisites, test cases, and expected outcomes. Coordinate with vendors, distributors, internal engineers, and customers during Po

Cs. Document and present Po

C results. Vendor & Distributor Coordination Maintain strong technical relationships with Sama

Wave's technology vendors and distributors. Coordinate with vendor presales and solution architects when additional expertise is required. Manage technical elements of: Deal registrations Solution validations Special configurations Product positioning Licensing requirements Technical escalations Participate in vendor training programs and maintain relevant technical certifications. Stay informed about new products, technologies, licensing models, product lifecycle changes, and vendor roadmaps. Continuously expand technical knowledge across Sama

Wave's technology portfolio. Sales Team Support Work closely with account managers throughout the opportunity lifecycle. Assist sales in qualifying opportunities and identifying the appropriate solution strategy. Attend customer meetings with account managers where technical engagement is required. Help identify upselling and cross-selling opportunities based on customer environments and requirements. Provide realistic technical input regarding: Solution complexity Implementation effort Required professional services Dependencies Project risks Support the sales team during technical and commercial negotiations. Project Scoping & Handover Develop clear Scope of Work (SOW) and professional services requirements for proposed projects. Define project assumptions, exclusions, prerequisites, deliverables, responsibilities, and acceptance criteria. Estimate required implementation effort and engineering resources in coordination with the technical team. Conduct a structured technical handover to the implementation/project team after an opportunity is awarded. Ensure that the delivered solution remains aligned with what was proposed and committed to the customer. Support the technical team during complex implementations when presales clarification is required. Technical Knowledge The candidate should have strong knowledge across several of the following technology areas. Networking Experience with technologies from vendors such as Cisco, Cisco Meraki, Fortinet, or equivalent enterprise vendors is preferred. Cybersecurity Understanding of solutions including: Next-Generation Firewalls Secure Access / ZTNA Endpoint security EDR/XDR Email security Web and DNS security Network security Vulnerability management Identity security Privileged Access Management Data Loss Prevention SIEM/SOC technologies Security awareness and compliance solutions Experience with vendors such as Fortinet, Cisco, Palo Alto Networks, Sophos, or similar platforms is valuable. Collaboration & Unified Communications Knowledge of: Cisco Unified Communications IP Telephony Microsoft Teams Video conferencing Collaboration platforms SIP Voice gateways Hybrid communication architectures Infrastructure & Data Center Understanding of: Enterprise servers Storage Hyperconverged infrastructure Virtualization Backup and recovery Disaster recovery High availability Knowledge of vendors such as Dell Technologies, VMware, Microsoft, Veeam, or equivalent enterprise technologies is advantageous. Qualifications Bachelor's degree in Computer Engineering, Network Engineering, Computer Science, Information Technology, or a related field. Minimum 5 years of relevant IT experience, preferably including at least 2–3 years in a Presales, Solution Architect, or customer-facing technical role. Strong practical knowledge of enterprise IT infrastructure and solutions. Previous experience working for a System Integrator, IT Solution Provider, VAR, distributor, or technology vendor is strongly preferred. Demonstrated experience designing and presenting enterprise IT solutions. Experience preparing BOMs, BOQs, technical proposals, RFP responses, compliance sheets, and Scope of Work documents. Ability to understand and interpret complex technical specifications and tender documents. Strong understanding of solution sizing and enterprise licensing concepts. Excellent written and verbal communication skills in English. Arabic communication skills are highly preferred. Certifications Relevant certifications are considered an advantage, including: CCNA / CCNP Cisco Collaboration certifications Fortinet certifications Microsoft Azure certifications Security certifications Vendor-specific presales or solution architecture certifications Candidates are not expected to hold certifications for every technology in the Sama

Wave portfolio, but must demonstrate the ability and willingness to quickly learn and obtain certifications for new technologies when required. Requirements Key Competencies The successful candidate should demonstrate: Strong solution architecture and analytical thinking Excellent customer-facing and presentation skills Strong technical documentation skills Ability to understand both technical and business requirements Commercial awareness Strong problem-solving skills Ability to manage several opportunities simultaneously Attention to detail when preparing configurations and BOMs Ability to research and quickly understand unfamiliar technologies Strong communication and teamwork skills Ability to work independently and take ownership of opportunities Strong relationship-building skills with customers, vendors, and distributors Additional Expectations Because Sama

Wave works with a broad portfolio of technology vendors, the Senior Presales Engineer must be comfortable working outside of his existing technology specialization. The candidate is expected to: Research unfamiliar technologies when required. Attend vendor training and enablement sessions. Obtain additional certifications based on business requirements. Work with vendor specialists when deeper product expertise is required. Be capable of learning new technologies quickly. Maintain organized technical documentation for active opportunities. Keep technical knowledge continuously updated. The role is therefore best suited to someone who understands enterprise IT architecture as a whole, rather than someone whose experience is limited to one vendor or product family.